Trillium Software – Director Partner Sales

Syncsort GmbH


71034 Böblingen



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Overview of Job Responsibilities

There has never been a more exciting time to be in the data quality field. All major companies make critical business decisions based on data, and the data management market is exploding with opportunities because of social information, analytics, marketing data and financial/regulatory requirements. What a great time to be part of Trillium Software’s growth strategy and vision.


Industry analyst firms like Gartner and Forrester all recognize Trillium Software, A Harte Hanks Company, as the leading data quality solutions and services provider in the world.  We work with 2000 of the largest and most recognizable brands in the world, helping them achieve unprecedented business value from their global data management and vertical data assurance initiatives.

As a result of increasing demand for the delivery of integrated, partner collaborated solutions in the marketplace, Trillium Software is seeking a Channel Sales Executive to forge new partnerships in Europe, with a primary focus in the SFDC and SAP ecosystems.  The position is specifically responsible for driving revenue through a focused portfolio of strategic systems integration, ISV and Value Added Reseller partners. The Channel Sales Executive will work closely with Trillium Software’s direct sales organization and other constituent departments to develop business-led value propositions and execute on strategic and tactical programs to achieve revenue targets. The successful candidate will have a background in collaborating within a team and executing on field level sales and marketing initiatives.

Function Specific:

  • Identification, qualification, recruitment, enablement and management of a focused portfolio of strategic partner relationships achieving revenue objectives aligned by partner
  • Development of business cases for potential partnerships by performing research on market opportunity/valuation and partner business/technical viability
  • Determination of strategies required to penetrate and develop initiatives across each partner’s solution and vertical practices and execute on go-to-market programs to drive revenue
  • Leverage Trillium product capabilities to build stronger relationships with current partners and evaluate, prioritize and deliver additional integration solutions where possible
  • Negotiate and manage OEM, reseller and referral agreements


Critical Working Relationships

  •  Manage the day-to-day operations of each partnership serving as a proactive liaison and champion to promote partnerships internally and with the partners’ Sales, Marketing and Product Management organizations to drive focused revenue generating programs in the field
  • Collectively work with internal counterparts in Sales, Sales Engineering, Product Management, Development, etc. to innovate and establish features, functions and benefits vital to solution delivery with and through SI, ISV, and VAR partners
  • Collaboration as part of a team to build and grow strategic partnerships and execute on joint selling propositions including referral, influence, co-sell, resell and OEM programs that provide clear revenue objectives for both parties
  • Support the direct Sales organization in leveraging SI, ISV, and VAR-based relationships to shorten the sales process and increase end user customer business value
  • Travel required – approximately 40%

Qualifications, Knowledge, and Skills


  •  BA/BS degree


  • Experience collaborating with partners at a strategic and tactical level to develop go-to-market revenue generating programs and sales processes
  • Proven field sales experience
  • Proven experience working within teams to drive revenue through partnerships, alliances and channel programs for an enterprise software company
  • Experience with vertical industry solution delivery a plus
  • 7+ years software industry experience
  • Understanding of the software development, product release and market positioning process


Measures of Performance

  •  Maintain and achieve quota on a quarterly and annual basis
  • Create and manage business plans that measure respective revenue generation and pipeline metrics with each partner
  • Develop and deliver partner sales and marketing programs jointly developed with partner counterparts


Personal Attributes

  • Strong business and professional acumen with an ability to work effectively across all levels of an organization
  • Excellent presentation, written, and overall communication skills
  • Strong business planning, management and execution skills
  • Ability to work in a dynamic, entrepreneurial organization in both a team and autonomous environment
  • Must be articulate, creative, driven to exceed goals and a strong desire to be a part of a fast paced, dynamic environment